The Margin
Diagnostic.
A structured commercial review that identifies where a business is unintentionally giving margin away, and what that is likely costing it financially. Twelve questions, completed online. A quantified picture of exposure. A one-hour debrief with Paul, personally.
The diagnostic runs on the Margin Recovery System™.
It opens with two questions. Are you rewarded for the value you create? Are you respected for the value you create?. From there: Find the vulnerability. Frame the impact. Fix the leaks. Fasten the gains. The Margin Diagnostic delivers the first two stages, quantified, and a clear recommendation for the next move.
Most businesses do not have a pricing problem. They have a behavioural discipline problem. The Margin Diagnostic exposes the behaviours, names the cost, and ranks the recovery.
A quantified picture of exposure, in dollars.
The number is the point. Until exposure is measured, it is debated. Once it is measured, it can be managed.
The Margin Diagnostic
What it is. A structured commercial review of how the business is giving margin away. Twelve questions across the four behavioural disciplines, completed online in your own time. Commercial scoring and valuation that converts behaviour into dollars. Then a one-hour debrief with Paul, personally, for the findings and his recommendations on what to do next.
Who it is for. The owner whose Margin Exposure Check returned a real signal, and who wants the number, the ranked priorities, and a clear next move before deciding the next step.
Four behavioural disciplines.
Every leak in the business comes back to one of these four. The diagnostic measures all four and ranks them by recoverable margin.
Contracting
Whether scope, terms and price are set deliberately, or conceded by default.
Over-Servicing
Where effort, hours and goodwill are given beyond what the agreement was built to carry.
Up-Selling
Whether value created is converted into revenue, or left on the table unbilled.
Measuring
Whether account-level margin is visible and managed, or assumed and unmonitored.
For CEOs. For sales leaders.
For CEOs
See which accounts are Disciplined, Determined, Drifting or Detached. Understand exactly where margin is leaking and what it is really costing. Gain a board-ready view of account profitability.
For sales leaders
Benchmark key account managers against the four disciplines: Contracting, Over-Servicing, Up-Selling and Measuring. Equip staff to protect scope, say no with confidence and up-sell effectively. Embed margin awareness into KPIs and reviews.
Complete the Margin Diagnostic. You will feel better.
Twelve questions. Your exposure quantified. An hour with Paul. $3,000 ex·GST.
